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[T843]There Is No Reality

by Sean D'souza, Sea

Luke's face is alight. He's astounded that Yoda was able to lift the spaceship from the swamp, when Luke could barely move it.

"I don't believe it," he says in amazement!

"That," says Yoda, "is the reason you fail."

Simple words. Prophetic too. Because you run into them each day. The only reason you fail is because you don't believe 100% in what you do. If you did, your strategy would be completely different from the one you have now.

Imagine this scenario. Imagine wanting to drive a car. Then imagine getting in a car and just driving. No lessons. Just switch on the ignition and go. Or even worse, you start, stop, start, stop and then decide car driving is way too tough.

You know better.

Even before you drive a car, you know you can do it. You know it because you see others drive cars each day. You see them drive and then you believe you too can drive. And so you take the steps. You educate yourself through the lessons. You get yourself a licence. And then you drive.

Starting up a business requires no such diligence. The reason why it's start, stop, start, stop is because you don't see everyone succeed. Some do. And some don't.

And slowly your belief crumbles. You wish you could make those millions but you think it's for others. You even justify it in your brain after a while.

"I'm happy," you say. "I could do without being rich," you say.

That's why you fail. So said Yoda.

Truer words were never spoken.

The real selling pros position themselves as consultants and business partners to their clients. They always keep the focus precisely where it belongs-on the customer, not on themselves or their products.

7. Position yourself with your presentation. If your presentation is too slick and relies too much on memorized phrases, it comes across as canned; it sounds insincere. The key is to practice it enough so you can give a structured presentation in a spontaneous way.

Know your material well enough that you can customize it to fit each new prospect's needs and concerns. I've found that the more I customize my presentations, even for large audiences, the better the response and the more referrals I receive to speak to new audiences.

8. Position yourself by the way you handle objections. Do you challenge your prospects when they raise objections? Or do you handle their concerns in a friendly manner, by precisely identifying the main issue that is keeping the person from buying? This could make the difference between a sale and a "No, thanks."

9. Position yourself by the way you close the sale. How do you ask for the order? Are you giving the customer the idea he is doing you a favor by buying your product? Or do you let him know by your words and actions that your offer provides value for the money spent? Tailor each close to fit your customer's personality. Then your positioning as an expert will be a given.

10. Position yourself by the way you follow up. "Professional selling involves developing a long-term, mutually beneficial relationship with every customer you sell to. It's turning one-time customers into clients who view you as a valuable resource in your area of expertise.

Doesn't positioning boil down to walking the walk? If you practice what you preach, you'll reap the rewards of decent behavior. Those rewards put you in a class all by yourself, and that's the essence of positioning.

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Both Sean D'souza & Danny Austin are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Sean D'souza has sinced written about articles on various topics from . Wouldn't you love to stumble upon a secret library of small business ideas? Find simple, yet electrifying ideas on marketing strategy,psychological tactics and branding. Judge for yourself when you read these. Sean D'souza's top article . to your Favourites.

Danny Austin has sinced written about articles on various topics from Finances, Vitamin and Mineral Supplement and Small Business. If you want to learn some Power Principles of Maximizing Your Business Success for FREE, subscribe to my FREE Newsletter by visiting http://www.ministryofbiz.com/eproducts.html. Danny Austin's top article generates over 450000 views. to your Favourites.